Overcoming Objections With Your Wording

Perhaps you’re not having the success you’d like because of the words or names you’re using to share your direct sales business products or opportunity. So call it something different.

You can overcome objections with your wordig. Anyone who knows me well knows I am a huge Laverne and Shirley fan. One of my favorite episodes is The Diner, where Laverne is the fry cook and Shirley is the waitress. Laverne keeps saying “Betty, pick up. Betty, please pick up your hash blacks.” When Shirley asks why she keeps calling her Betty, Laverne responds, “Because it sounds so much better than ‘Shirl, pick up.'” Watch the first 30 seconds below if you want a refresher of this dynamic duo).

The scene above highlights this concept of using what sounds best in a given situation. For example, if the word “Party“ as in Host a Home Party, tends to sour potential hosts, use a different term. Perhaps call it a Scent Event, Open House, Demo, Show, Get Together or even “free items for large orders”

I’m not at all suggesting you should mislead anyone. Rather I’m talking about speaking a language that your market can identify with or that makes you more comfortable.

Another example is some men in our company are not comfortable saying they are a Scentsy consultant. To some men, the name Scentsy is not a terribly macho word to use. I suppose it’s like being in a fast food restaurant and ordering a Biggy Fry. When this seems to be the case, I tell the gentlemen on our team to just call yourself a “Wax Man” or “Candle Guy” or whatever works for them. Don’t forgo sharing the business because you don’t like a particular word or phrase.

Yet another term that tends to turn off some potential team members is Business Opportunity. True when you start your own direct selling business it’s providing you an opportunity to have a successful business. Though the words Business Opportunity can make some people run. It congers up many 1990’s style, high pressure, recruiting tactics where you’re cornered with some sales rep who wants to draw little circles on a napkin and show you the potential to become a millionaire. Or worse yet, some people equate Business Opportunity with Pyramid Scheme.

Of course those of us in direct sales who run successful, legitimate businesses understand all the positive aspects that go along with a Business Opportunity. However in some circles, those words are taboo. So call it something different. Say they can have their own candle/nutrition/makeup business. Or say they can earn extra money by selling XYZ. Tell the truth; but say what will be best received by your audience.

New consultants tend to give up or get frustrated all too easily claiming “this doesn’t work”. When really it may just be a matter of finding the right words to use with your target market. If you’re finding resistance, try calling what you’re offering something different to see if that doesn’t help.

“Betty, pick up” sounds so much better than “Shirl, pick up.” – Laverne DeFazio